Diligent · 1 week ago
Director, GTM Strategy and Ops
Washington, DC
Full-time
Hybrid
Director/Executive
$151K/yr - $207K/yr
10+ years expDiligent is the AI leader in governance, risk and compliance (GRC) SaaS solutions, helping over 1 million users manage risk and elevate governance. The Director, GTM Strategy and Ops will be a strategic partner to the Head of GTM Strategy and Operations and the Chief Customer Officer, focusing on developing commercial growth strategies and enhancing sales processes to drive revenue growth.
Business IntelligenceCollaborationComplianceData CenterInformation TechnologyMeeting SoftwareMessagingRisk ManagementSaaSSoftware
Responsibilities
Partner with the CCO and Finance to develop and operationalize a commercial growth strategy, ensuring alignment between pipeline and bookings targets, capacity, headcount and budgets
Translate complex data into actionable recommendations for Commercial leaders
Develop and maintain segmentation models and sales coverage strategies that align to growth objectives, drive focus, and optimize rep productivity
Own and evolve the global sales forecasting framework, implementing a disciplined, data-driven forecast cadence across all theatres and segments
Utilize Salesforce, GTM tools and data sets (snowflake) to drive predictability, pipeline conversion, stage hygiene, and deal inspection processes
Deliver consistent reporting on performance-to-plan, win/loss trends, and funnel dynamics
Drive operational excellence by refining core sales processes, methodologies, and business cadences (e.g., territory management, forecasting, and pipeline reviews)
Implement a standardized sales methodology, with clear stage definitions, qualification criteria, and progression benchmarks across segments
Build and maintain reporting frameworks, dashboards, and KPIs to provide actionable insights into pipeline health, sales performance, and revenue forecasting
Lead territory design, ensuring sales coverage aligns with market opportunities and business objectives
Continuously optimize territory assignments and GTM approaches based on performance data and growth trends
Qualification
Required
10+ years of experience in Revenue Operations, Commercial Strategy, or Go-to-Market Operations, with at least 2 years in a senior leadership role
Proven experience partnering directly with CROs, CFOs, and executive leadership to design and execute multi-year commercial plans
Deep expertise in Salesforce, Outreach, Gong, and other GTM tools
Strong analytical skills and fluency with forecasting, funnel metrics, sales velocity, and retention/expansion KPIs
Demonstrated success in improving sales productivity, enhancing marketing performance, and supporting customer success initiatives
Experience designing sales methodologies and commercial processes that scale in B2B SaaS
Comfort working cross-functionally and influencing without authority — excelling at aligning diverse stakeholders around common goals
High EQ, clear communication skills, and a strong sense of ownership
Benefits
Flexible work environment
Global days of service
Comprehensive health benefits
Meeting free days
Generous time off policy
Wellness programs
Company
Diligent
Diligent is the largest GRC SaaS provider, with 1M users, across 23,000 organizations, valued at $7B+ and $500 million+ in revenue.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$30MKey Investors
Clearlake Capital Group
2020-08-05Private Equity
2018-02-09Corporate Round
2016-02-16Acquired
Leadership Team
Michael Flickman
Executive Vice President and Chief Technology Officer
D
David Adkins
Vice President, Customer Success
Recent News
2026-01-16
Company data provided by crunchbase